Sales Organization

My definition to a Sales Organization is; one that carefully plans and co-ordinates towards the objective of putting a product or service in the hands of the consumers. A Sales Organization performs various activities which are considered necessary for delivering goods and services of a company into the hands of the ultimate consumers. All these […]

Pricing Decision

I define price as the value placed on a good or service by customers at some point in time. It is a measure of what must be exchanged in order to obtain a particular good. Price goes by many names, e g rent, salary, wages, fees, fare, etc. Price is one of the most important […]

Product Development

This is the creation of products with new or different characteristics that offer new or additional benefits to the customer. Product development may involve modification of an existing product or its presentation, or formulation of an entirely new product that satisfies a newly defined customer want or market Factors Hindering New product Development Fragmented Markets. […]

Strategic Market Management

It is motivated by the assumption that the planning cycle is inadequate to deal with the rapid rate of change that can occur in a firm’s external environment. Recognition of the demands of a rapidly changing environment has stimulated the development or increased use of methods systems and options that are responsive. Strategic Market Management […]

Evaluating Market Segment

Firms are developed for purposes of growth and profitability. Market segments are therefore established. Before establishing a market segment there are three main factors to consider in evaluating the same; Segment Size and Growth. Marketers will want to find out whether a potential segment has the right size and its growth characteristics. Large companies prefer […]

Market Segment Selection Pattern

Having evaluated different segments, a company can consider from several patterns of target market selection. Single Segment Concentration. By adopting this pattern, a firm concentrates on a single segment for exploitation for example Subaru car manufacturers concentrate on small car market. If a firm captures leadership in a given segment it can earn high return […]